Strategic Account Executive, West
About The Position
Monte Carlo is the agent trust platform that unifies data and agent observability to monitor, troubleshoot, and improve production AI systems. As enterprises prepare to deploy thousands of agents across business-critical use cases, Monte Carlo provides the reliability infrastructure to support them along this AI transformation, from human-guided agents to fully autonomous operations. Founded in 2019 and backed by leading investors, Monte Carlo empowers data and AI teams to ship trusted AI at scale. The Strategic team will be accountable for driving successful new logos and growing existing customers within our Global 2000 business and continue to pass learnings and feedback back to sales, marketing, product, and engineering. These individuals will help execute the upmarket playbook and figure out how to leverage wins within key accounts across every vertical, like Pepsi, Fox, General Mills, and Amgen, to build market share. They will be part of the fastest-growing sales team - poised to quadruple over the next few years. This role will report directly to a Strategic Sales Leader and ideally be based on the West Coast of the US.
Requirements
- 7+ years SaaS experience with 5+ years in closing roles
- Experience selling to Global 2000 companies
- Experience in the C-suite and excellent listening skills.
- Demonstrated track record in an early-stage company or highly ambiguous environment
- Experience selling to data and engineering teams complex and technical products
- Experience in two of the following: outbound, category creation, and build vs. buy
- Proven track record of successfully closing six and seven-figure software cloud deals with prospects and customers
Nice To Haves
- Experience with consumption models (or willingness to learn) is a plus
- Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDPICC and Challenger methodologies is a plus.
Responsibilities
- Develop and execute consultative/solution sales strategies and tactics to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings
- Leverage ABM support to prospect into CTOs and Data Leaders
- Lead discovery process to gather Business Value Assessment (BVA) inputs
- Co-own development of BVA presentations and own presenting to prospects
- Become known as a thought leader and own executive buyer relationship, defining positive business outcomes for large enterprises
- Collaborate across all major internal functional areas (sales engineering, marketing, sales, and partnerships) and with external partners and customers.
- Research, identify, and generate new business opportunities to build and manage a sales funnel and pipeline.
Benefits
- Equality is a core tenet of Monte Carlo's culture. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences.
- Monte Carlo is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
- We are proud to be recognized for our world-class employee experience:
- Monte Carlo Named 2025 Databricks Data Governance Partner of the Year
- We were recently recognized as the #1 Data Observability Platform by G2 for the 4th consecutive quarter. See our G2 reviews here!
- Monte Carlo Named to G2's Best Software Products of 2026
- Monte Carlo was featured on Database Trends and Applications (DBTA’s) Trend-Setting Products for 2025!
- We are super proud to be named the 2026 Best Place to Work by Built In!
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
